Family gatherings with Matt Stadler’s family are interesting to him, though they admittedly bore his wife, Katie. At holidays, the senior vice president of Dallas-based Frost Insurance talks about regulations, insurance trends and which direction the market is going with the other Stadlers—his dad Mark, and his brother, Adam, who happen to work at the same self-funding group (which Matt does business with, too).
“We’ll have a lot of disagreements on what’s a ‘next practice’ or a ‘best practice.’ Insurance companies provide a lot of great products, but the delivery in our business—as a consultant, as a broker, as an adviser, whatever you consider yourself—is our place to shine. We talk about how do we deliver something better than what it is right now.”
Benefits Selling: How’s business going? With the economy the way it is, and health reform ramping up, how are people reacting?
Matt Stadler: It’s an interesting time. Clients and employers see a major fork in the road with health care reform. The big question is where are we going from here and what are we doing, because health care reform will always be a part of our landscape and our future. So what I tell clients and prospects is they want to set rules. They understand they’re paying a lot of money for benefits these days, they’re shelling out cash for it and they want to be sure their employees are really receiving a benefit that they’re helping frame and control how they’re being used on a day-to-day basis.
BS: You talk about next practices versus best practices. What’s the difference?
MS: Best practices are finding financially strong insurance companies and products to disperse to your clients. It’s doing enrollment meetings and your best to educate them in that context. It’s talking about wellness programs as how they used to be or how they are.